Social norms and financial incentives are both known to shape the decisions people make about prosocial actions. This paper reviews the financial incentives in normative systems (FINS) model, which integrates theories of social norms from communication, social psychology, and behavioral economics to predict relationships among incentives, norms, and behaviors. It addresses how incentives can affect norms and how they change the effects of norms on behaviors. The model shows how strategic communication (framing) of social norms and incentives can shape the way people respond to incentives, minimizing unwanted outcomes and even enhancing the effectiveness of behavioral incentive payments. These insights can guide hypothesis testing and application to real-world use of incentives for behavior change.

中文翻译：

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有说服力的沟通、经济激励和社会规范：相互作用和对行为的影响


众所周知，社会规范和经济激励都会影响人们做出的亲社会行动决策。本文回顾了规范系统中的财务激励（FINS）模型，该模型整合了传播学、社会心理学和行为经济学的社会规范理论，以预测激励、规范和行为之间的关系。它讨论了激励如何影响规范以及它们如何改变规范对行为的影响。该模型展示了社会规范和激励措施的战略沟通（框架）如何塑造人们对激励措施的反应方式，最大限度地减少不良结果，甚至提高行为激励支付的有效性。这些见解可以指导假设检验和应用到现实世界中行为改变激励的使用。